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How Do I Best Communicate My Premium Value When I Face Headwinds?

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OK, so you don’t like my headline, huh? Well, I did it because in this episode, I address seven questions that I received following our last podcast.

These questions tell me a story about the kinds of issues sales people face when communicating premium value. And I like to think of the resistance we meet as a ‘headwind.’

I trust you’ll listen to this entire episode for it holds lots of lessons for you, whether you have these specific questions or not.

Take the first step of becoming a better salesman: Go to https://billcaskey.com/pro to get your assessment, “Are You An Amateur Or Are You a Pro?”

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Episode #439: The Price Is Right

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In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale talk about one of the most common questions they get from their travels and training, how do you handle customers when they only buy on price?

Do you feel like your customers only buy from you if you’re the lowest priced?

Do you often discount to make the deal?

On this Advanced Selling Podcast, Bill and Bryan give you some ideas on how to rethink that conclusion and how to ensure that you are empowering yourself to fix it.

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Your Assets Aren’t Being Leveraged

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Sorry to be so lame with the title but after 25 years of wokring with sales teams, Bill can make this statement with a straight face.

In this episode of The 2X Podcast, veteran sales trainer Bill Caskey, lays out your “Circles of Assets” that are available to you – but you must CLAIM them. Most don’t.

2Xers – listen up! Find yourself inside this story of assets and make a decision you will TAKE ACTION.

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Episode #438: Developing a Value Story

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In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a call from Davis who is a digital media representative in North Carolina.

She finds herself uncertain about how to deliver a value proposition to multiple constituent levels within a company and also across market segments. Not to worry Davis!

On this episode of The Advanced Selling Podcast, Bill and Bryan share some advice that can be used across virtually any business when you are in pursuit of new customers.

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Episode #435: Conveying ALL of Your Value

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In today’s episode, veteran sales trainers Bill Caskey and Bryan Neale take a mailbag call from a listener.

Sara ’Smile’ sends us a voicemail about her concern that some of her prospects, after working her process, want something she us unwilling to sell – mainly because it won’t work AS WELL as another solution. It’s a great question.

In this episode of the Advanced Selling Podcast, Bill and Bryan walk her and you through some ways to rethink how to approach it.

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Why Aren’t You Using Your HUGE Market Advantage?

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This is the fourth in a series of seven articles outlining the need for NEW RULES in your selling efforts. In today’s article, we’ll look at the “Dynamic of Process.”

Sales Process: No one term has commanded the attention of so many, yet been implemented by so few.

Every CEO I know talks about ‘sales process,’ but few implement any true strategy. When I go into their companies and ask about their process, my question is answered with dead silence.

Why the silence? Few companies will admit to having a good, psychologically sound sales process. And those sales teams that do have a decent one rarely use it.

Why is that?

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Reclaim The Power Prospects Have Over You

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This is the second in a series of seven articles outlining the need for NEW RULES in your selling efforts. In today’s article, we’ll look at the “Dynamic of Power.”

Who has the power in the sales process? Think about it. Who has it?

If you’re a traditionalist, you’ll say, “The prospect does, because they have the money.” We used to call it ‘The Power of the Pen’ (as in a ‘pen’ that signs the order.)

But not so today. In article one, I told you about the Dynamic of Pursuit.

Here, I want to talk about the Dynamic of Power.

The bottom line: You have the power. Not your prospect.

Now, it may not readily seem like that because you have goals and budgets you need to achieve. You’re constantly thinking, “What do I need to do, or say, to close this business?”

The New Power Shift

Sorry to be repetitive, but you have the power because you have the solution. Now, it may be that they don’t need your solution urgently. Fair enough. If that’s the case, then you must move on. Do not spend unnecessary time with a prospect who has no pain – or no reason for change.

But, let’s suppose you’re in front of someone who truly does have a problem. Read more

Are You Confused About The Dynamic of Pursuit?

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This is the first in a series of seven articles outlining the need for NEW RULES in your selling efforts. In today’s article, we’ll look at the “Dynamic of Pursuit.”

I trained a sales team two months ago. It was our kickoff meeting in advance of a long term ongoing training program (which is currently in place).

In my kick-off meetings, I begin by focusing on changing the dynamic between YOU and the BUYER. I start with is the simple question,  “Who is selling whom?”

After I had made my points, a 50-something man stood up and challenged me. “There is no way, in this economy,” he said, “that my customer will EVER sell me. I must always be in selling and closing mode or I won’t get deals. You’re nuts to think that it could be any other way.”

OK. So noted. I later found out this gentleman was struggling. His results were poor. In his manager’s words, “time has passed him by.”

I Needed To Address His Concern

When training teams, I’ve learned that I can’t focus on 1-2 people who disagree. Every minute I spend with a disagree-er, is a moment I can’t spend expanding the thinking of the agree-ers. I must pick my battles and this wasn’t a fight worth fighting in front of the group.

After the program, I called the challenger over to have a word with him. He had calmed a little, so I asked him. “Have you ever had a prospect call you because he had been referred to you, hearing how great you are. Then, he asked a few questions and purchased?” Read more

Episode #397: Writing Sales/Marketing Emails

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advancedsellinpodcastgraphicbootAre you writing your own marketing/sales emails?

In this episode, veteran sales trainers Bill Caskey and Bryan Neale explore a listener question that everyone needs to hear.

Do you write emails to your prospects and struggle to make them feel personal?

Are you sending something of value to people when they connect with you on LinkedIn?

In today’s episode of The Advanced Selling Podcast, Bill and Bryan dive into strategies you can use to bring valuable content to people you correspond with. They will help you see your buyers more as followers and share techniques to help you authentically connect through your communication.

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